What is the true goal of door-knocking?

Week three of our door-knocking test.

To see part one, two, three of this series click below.

Does Door-Knocking Still Work?

How Does Door-Knocking Work in 2009? 

 End of the First Week Door-Knocking

Armed with 54 leads, I began doing “drop-by(s)” on those leads.  Day one (Monday) I dropped in on 8 leads.  The goal when you drop by on door-knock leads is to get into the home and make a presentation.  If you cannot get into the home “warm-up” the lead.  If your prospect is not interested “burn the lead”.  And, of course, if no one is home note it and the date and time you dropped by.

There is some what of an art to door-knocking.  You could be really good at locating people who don’t own pre-arrangements but open minded to discussing it but have a difficult time getting in the door.

It is really important you warm up your leads evenly.  If you’ve got 50 leads (I recommend acquiring 50 leads before you begin to run those leads) try to warm-up all 50 (or burn as many as you can) before you go back to see people a third and fourth time.

Another important concept to get is to always add more leads than you burn.  If you burn 7 leads in a day you need to acquire 8 leads to keep expanding your lead base.  It can become pretty demoralizing if you burn more leads than you gain.

Eventually you’ll have more leads than you  can keep up with.  Now, don’t ignore other forms of prospecting because I still recommend three methods of prospecting.  If one method is not doing well you’ve still got two other methods to carry you.  And for Pete’s sake, don’t get lazy about prospecting if one method is doing really well.  Keep at it.  From a psychological aspect you’ll feel way better if you’ve got more leads than you can keep up with than the reverse; hardly any leads.

The more you door-knock the better you get at pre-qualifying a lead and your presentations to leads ratio and closing percentage will rise accordingly.  To begin I’d think a 50% close ratio on presentations in the home.

Anyway, on to week three:

Total burned leads for the week were 13 and I managed to gain 15 new leads for a positive gain of +2.

I warmed up 7 leads and got into a home and made a funeral sale.

Next time we’ll discuss what to say when you door-knock (scripts) and your true goal when you catch people at home.

Happy Selling!

David…

P.S.  For a limited time I’m including a life-time membership when you invest in the Ultimate Package.  Click Here.  What does life-time membership include?  Any materials I add to the Ultimate Package, written, audio, and other. 

P.P.S.  Coming soon more on sales letters; the purpose of a sales letter, how to write a sales letter, how long the sales letter should be, sequencing of your sales letters.

P.P.P.S.  AND, we’ll begin blending your door-knocking, direct mail, vault/funeral research, and the stay-in-touch program.

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